fmsystems向广联达发表演讲410march2015

Introduction

to

FM:SystemsMichael

Schley,

CEO

andFounderKurt

von

Koch,

Vice

President,

Sales

and

MarketingSpring

2015Market

OpportunityServing

multi

billion

dollar

Integrated

Workplace

Management

Systems

(IWMS)

marketRecognizedby

Garter

as

a

leadingplayer

in

the

IWMS

ecosystemTarget

market

segment

is

medium

to

large

businesses

with

at

least

1,000

employees

needing

space management

and

other

functions

such

as

move

management,

maintenance

management,

and

other FM

functionsProduct

/

TechnologyComprehensive,

modern,

global

offering

capable

of

being

delivered

via

SaaS

or

on-premiseOrganically

grown

product

platform

that

is

highly

configurable

and

enables

true

integration

acrosstheofferingCapable

of

serving

all

market

segmentsStrong

Building

Information

Modeling

(BIM)

integration;

Autodesk’s

only

BIM

and

facilitymanagement

preferred

partner.Modern

.Net,

fully

browser

based

platform;

Agile

DevelopmentCustomersOver

300

customers

across

multiple

verticals,

including

financial

services,

technology,pharmaceutical,

healthcare,

manufacturing

and

higher

educationCustomers

include

large

Fortune

500

multi-national

customers

to

smaller

businessesHighly

referencable

customer

base;

strong

customer

retention

(98%)Ownership/FinancialsMajority

owned

by

founder;

no

institutional

investors;

subchapter

S

corporationOver

$8M

of

revenue

and

profitable;

74

Employees;

HQ

in

North

CarolinaExecutive

Summary

FM:Systems

的使命，是开发世界上最先进的技术，帮助设施经理为客户提供更卓越、更好的工作成果！1.

介绍

FM:Systems的使命

3“Corporate

officials

are

turning

to

technologyin

droves

in

order

to

help

them

maintain

facilities,

and

there's

no

hotter

topic

infacilities

management

software

today

thanIntegrated

Workplace

Management

System(IWMS)

solutions.

In

fact,

sales

ofIWMSsoftware

worldwide

are

expected

to

reach$1.01

billion

in

2013,

a

16.3

percentincreasefrom

$869

million

a

year

ago.

By

2018,revenues

are

expected

to

hit

$1.7

billion.”-

Daniel

O'Toole,

Managing

PartnerMarket

Drivers

Better

planning

–

Having

accurate

numbers

for

currentspace

holdings

and

occupancy,

developing

trustworthyprojections

of

future

space

needs,

and

having

completeinformation

about

lease

terminations

and

renewals

isessential

for

managing

corporate

real

estate.Efficiency

–

A

good

IWMS

system

increases

the

efficiencyof

building

operation

functions

by

streamlining

workflow,

improving

communication,

enabling

a

self-service

facilities

service

portal,

and

increasing

customersatisfaction.Cost

Savings

–

Gartner

published

an

analysis

on

IWMSsavings

stating

a

10-15%

cost

reduction

in

space

byeffective

and

efficient

management,

5-8%

costs

savingsby

process

improvements

and

better

contracting,

and

5-8%

savings

in

lease

costs

by

professional

leaseadministration.New

Ways

of

Working

–

With

technology

opening

upnew

options

for

employees

to

work

anywhere,organizations

need

new

tools

for

managing

the

dynamicworkplace

including

support

for

alternative

workplace,hoteling,

space

utilization

tools,

and

room

sc4hedulingIndustry

OverviewIWMS

MarketFM:Systems开始于一个简单的想法，即，整合的信息有强大的力量产品的优越性深入的领域的专业认知高客户成功率持续的增长和盈利性FM:Systems通过移动和BIM技术引领市场，并为市场提供最灵活的IWMS产品.FM:Systems

通过空间管理，BIM和可转换工位（Alternative

Workspace）引领重要的行业有力的客户支持带来客户的留存率达97%在没有外部资金的支持下，获得稳定的增长及维持盈利性1.

介绍战略优势

Strategic

PlanningSpaceReservationSustainabilityRealEstateProjectsMovesMaintenanceFM:InteractSpace

&

Asset

ManagementMobileFully

IntegratedComprehensive,

FunctionallyRich

Modular

SuiteHighly

Scalable

and

FlexibleConfigured

Easily

to

MeetSpecific

Customer

NeedsSeamless

Integration

toOther

SystemsEase

of

Usefor

AllUsersProduct

and

Technology

OverviewFM:InteractAccording

to

Gartner:Unlike

many

IWMS

vendors

whose

product

portfolios

have

grownthrough

acquisitions,

FM:Systems

has

developed

all

its

FM:Interactmodules

in-house

to

produce

a

more

integrated

(the

“I”

in

IWMS)solution

across

all

the

IWMS

functional

areasCustomers

indicate

that

rapid

time

to

valueand

ease

of

use

arecharacteristics

ofFM:SystemsFM:Systems

has

a

strong

BIM

offering,

with

bidirectional

integrationwith

CAD

and

BIM

systems

(it

is

Autodesk’s

only

Industry

PartnerforFM)Although

FM:Systems’

installed

base

is

still

overwhelmingly

deployedon-premise,

the

company

claims

that

SaaS

deployments

are

itsfastest-growing

type,

which

is

consistent

with

the

trends

we

seeAccording

to

SEG:Weakeningpure

play

IWMScompetitive

forces

from

recentlyacquiredcompetitors

as

there

new

parents

shift

priorities

andfocus

(i.e.,IBM/Tririga:Mega

Deals;

Oracle/Skire:AEC

and

PM;

Trimble/ManhattanSoftware:GIS

andBulding

Location,

Accruent/TA:Heavy

focus

on

EBITDA)Industry

OverviewStrong

Market

PositionOn-PremiseHybridProduct

Not

TrulyIntegratedComplete

/

FullyIntegrated

SolutionFM:Systems

is

the

only

truly

integratedIWMS

with

a

single

platform,multipledelivery

models,

andability

to

serve

allsegments

of

the

marketSaaS

OnlyIndustry

OverviewHighly

DifferentiatedPure

IWMS

FocusCustomer

Focus(Medium

to

Large)Strong

NorthAmerica

PresenceFully

IntegratedStrong

BIM/CADIntegrationEase

of

ProductConfigurationIndustry

OverviewHighly

DifferentiatedMichael

Schley

CEOKurtvon

Koch,

VPSales

and

Marketing10

Sales3

MarketingEric

Coyne,Dir.

Consulting11

ConsultantsBert

Dreifuss,

VPCustomer

Support7

Tech

SupportGary

Hollis,

VP

Development3

IT/Hosting30

Developers/QATom

Mense,CFO4

Admin

Staff16%

Staff

Growth

in

2014January

2015:

74

(52

in

US,

22

in

Vietnam)January

2014:

64

(44

in

US,

20

in

Vietnam)AdvisorsLegal:

Hutchison

Law

GroupFinancial:

Hughes

Pittman

&

Gupton,

LLPRecruiting:

Robert

Half

TechnologyCompany

InformationOrganizationNameJoinedFM:SystemsPositionSummaryBackgroundMichael

SchleyFounderCEOMichael

Schley

founded

FM:Systems

in

1984

with

the

vision

of

creating

a

flexible,

comprehensivefacility

management

system

that

could

be

easily

used

by

facility

planners

and

managers.

He

isresponsible

for

overseeing

company

operations

and

guiding

the

company’s

product

direction.Kurt

von

Koch2006Vice

President

ofSales

andMarketingKurt

von

Koch

is

responsible

for

the

development,

implementation

and

management

of

FM:Systems’sales

and

marketing

functions.

His

primary

role

is

to

drive

revenue

growth

by

providing

guidance

andsupport

to

the

FM:Systems

marketing,

sales

force

and

partner

channel.

Additionally,

Kurt

works

withother

members

of

the

executive

team

to

establish

strategic

direction

and

plans

for

continued

growthacross

domestic

and

international

markets.Bert

Dreifuss2000Vice

President

ofCustomer

SupportBert

Dreifuss

is

responsible

for

hiring,

training,

equipping,

and

evaluating

the

technical

support

teamin

order

to

provide

superior

service

to

the

customer.

Additionally,

he

analyzes

customer

requests

fortrends

in

order

to

provide

insight

for

improvements.

His

goal

is

to

contribute

to

an

ever

improvingcustomer

experience.Gary

Hollis2008Vice

President

ofSoftwareDevelopmentGary

Hollis

leads

the

FM:Systems

development

team

with

a

thorough

understanding

of

the

demandsof

designing

successful

systems

for

large

enterprises.

His

primary

roles

include

managing

the

softwaredevelopment

process,

hosting

solutions,

and

internal

IT.

As

VP

of

development,

Gary

is

constantlylooking

ahead

for

ways

to

innovate

the

software

development

process.Eric

Coyne2007Vice

President

ofConsulting

ServicesEric

Coyne

oversees

all

implementation

projects

to

ensure

FM:Interact

meets

the

business

objectivesof

FM:Systems

customers.

He

also

assists

the

other

consultants

in

training

customers

and

helps

thesales

team

during

pre

–

sales

discussions.Tom

Mense2015CFOTom

Mense

is

a

seasoned

financial

executive

with

more

than

35

years

of

experience

includingoperational

and

financial

experience

with

global

public

and

privately

held

companies.

He

hasparticular

experience

in

financial

and

strategic

planning.Company

InformationExperienced

Management

TeamFinancial

ServicesTechnologyDefense/

AerospaceManufacturingEnergy/

Oil

&

GasPharmaceuticalHealth

CarePublishing/

EntertainmentGovernmentHigher

EducationServices/

Law

FirmsInternationalIndustry

OverviewWho

uses

FM:Systems?

Multiple

VerticalsFM:Systems

selected

as

Autodesk’s

PreferredIndustry

Partner

for

BIM

(BuildingInformationModeling)

and

FacilityManagementsoftware.FM:Systems

selected

as

technology

partner

by

JLL(Jones

Lang

LaSalle)

for

Space

andOccupancyManagement

software.Company

InformationStrategic

AlliancesJLL

customers

being

moved

to

FM:SystemsRevenue

Growth

and

ProfitabilityRevenue

(USD)20102011201220132014*Revenue$4,775,000$6,025,000$6,775,000$7,575,000$8,339,000Annual

Growth2%32%8%12%10%Net

e($272,800)$102,800$85,300($301,000)$401,000EBITDA($264,100)$155,000$131,800($210,300)$545,000$8,000,000$6,000,000$4,000,000$2,000,000$0$16,000,000$14,000,000$12,000,000$10,000,00020102011201220132014201520162017ConfidentialInformationAchieve

Product

SuperiorityTransition

to

SaaSRe-invest

in

Sales

toGrowStrategy:Reinvest

profits,first

in

product,

then

in

transition

to

SaaS,

then

in

growth.201220132014Revenue$6,775,000$7,575,000$8,339,000Year-over-yearGrowth12%12%10%Net

e$81,900-$30